Why should someone buy from you, instead of from your closest competitors?

Due to a lack of differentiation in most markets, a common and sincere response to this question is often a slight pause… followed by a blank stare.  

Let me ask in a slightly different way, aside from making money, why are you in business? That question is usually meet with another ponderous look, or conversely it triggers a passionate reply, such as, “I just love helping people!” or “I really enjoy working for this company!”

(more…)

I found myself shamelessly gorging on a packet of chocolate-bullets that were frozen.  

It wasn’t long before I chipped a back tooth. Not happy! But, I probably had it coming. My troubled tooth began to slowly have its way with me—sending me deeper into neurosis with each tickling tongue pass. So, first thing Monday morning, I was on a mission to seek help.

I went straight to my trusted network for a referral. Surly someone knows a good dentist nearby? I was wrong. I could have posted the question on Facebook or Twitter, but I emphasise the word ‘trusted’ and most friends or followers are people I’ve never met at all.

(more…)

 Following-up is one of the most underrated and underutilised skills of selling.

And yes following-up is a learned skill, much like proactively generating new business opportunities or influencing people to take action on a decision.  

Following-up is nothing more than communication that demonstrates professionalism and that you genuinely care and value your customer’s time—making this skill, a key contributor to your sales success. Following-up isn’t just calling or emailing periodically and asking for a decision, nor is it simply making contact to say hi, without any new information, value or leverage.

(more…)

The name of the sales game is, “buy-in” and you being interesting and valuable enough so that your customers seek-you-out.

In a perfect world salespeople will much rather spend their valuable time working with in-bound opportunities as opposed to chasing them. But just because someone has made contact with you doesn’t necessarily make them the perfect opportunity.

People that seek-you-out are more likely to demonstrate deceptive behaviour regarding your offering. If you have read my new book, The Naked Salesman, or attended one of my sales training programs you would have heard me speak about the damaging effects that “crazy customers” impart on salespeople and businesses. These are people who pretend to be customers but, in fact, never will be. They dissolve time and distract you from giving attention and affection to your “real” and most valuable customers.

(more…)

The number of calls you make per sale depends on the level of buy-in your customer has.  The risk associated with what you are selling. And the approach you apply for each conversation.

Salespeople that go for the jugular on every call may get the odd quick win here and there, but more often than not a measured approach is more effective.

I have a saying, “Keep the lines tight!” My father is a mad fisherman and he taught me everything I know about fishing. One of my first lessons was always “keep the line tight”. This means when you get a fish on your line dont give it any slack to throw the hook.

(more…)